How a Call Center Works With Your Sales and Marketing Strategy

Many of our clients have never used a call center for sales appointment setting or lead generation, so it’s no surprise to us when they’re not sure how our work fits with their current sales and marketing efforts.

We spoke with some of our clients, and we also checked with some of the more respected sales and marketing data sources, such as Hubspot and Salesforce, to show you why an outbound call center can be a very effective partner for your growth.

What our clients said

Firstly, we asked them what they did to get new customers before they used our lead generation and appointment setting service.

They told us that it usually takes an average of 8 tries to reach a contact, often up to 15 or more, then another 7 interactions to get a new customer – and these are pretty much standard numbers whoever you speak with.

Most use social media platforms like LinkedIn or Facebook to demonstrate their abilities, and to position themselves as experts in their field.

Some of them also use ads on LinkedIn, Google, Facebook, etc. to have people click on them, and send these potential clients to their website to see what they have to offer, and if these prospects needed and wanted our clients’ products or services.

They all realized that when you post on these platforms, there are two big issues.

  1. You must HOPE that the companies, you want as customers, are actually active on these platforms.
  2. That these potential customers will see your posts.

Although most of our clients found some success using these platforms, they found prospecting with these methods can get very expensive, particularly the commitment to time and effort to continually post material that would be interesting and relevant. Overall, they did build a community of followers, and do receive inquiries from the effort, and some become customers.

They also used email marketing to try and sell their products or services.

But they found the vast majority of people don’t open emails, especially from people they don’t know, and particularly if the emails look like an ad.

With Salesforce data quoting an average of 0.3% response for email, it would take an extremely large list for that 0.3% to have a significant impact on the sales pipeline. The size of the list required often exceeds the total number of companies in many B2B markets. Still, they do receive some response and some of that converts into sales.

So, you’re getting some success from social media, some response from advertising and some replies to your emails.

But what do you do with all those prospects who aren’t active on social media, who aren’t opening emails, and who are not clicking on your ad to download your whitepaper?

Know what we do? We call them!

One phone call from York can give you a more accurate picture of your prospect’s concerns, initiatives, plans, budgets and timelines, at a depth not possible with any other media, including electronic marketing and social media.

Our clients had all tried to have their sales team cold calling as another method to get business, but all had limited results. They said that their sales people can prospect, but are busy managing existing accounts and don’t have much time to make calls. When they did call;

  • They had trouble getting through to the right person.
  • They would leave messages, but very few returned calls.

Certainly that happens to us too.

However, our sole purpose is to make these calls for you.

Nothing prevents us from making calls. There are no customer service issues to smooth over, no lengthy meetings, proposals, reports – just phone calls. So, if it does take an average of 8 tries to speak with a contact – we make the calls.

We also have 20 years of experience getting past the gatekeeper, connecting with the decision maker, and having many more of our voice mail messages returned.

Our Other Research

We then decided to confirm what we knew with some other research. Here is what we found.

Rain Group produced the following stats about using the phone.

  • 69% of buyers have accepted phone calls from new providers in the last 12 months,
  • 27% of sellers say making phone calls to new contacts is very/extremely effective,

And the best reasons they found are; C-level and VP buyers prefer to be contacted by phone (57%), even more than directors (51%) and managers (47%).

Now, you’re probably thinking; “We’ve tried cold calling, our sales people don’t like it much, because it hasn’t been effective for us.”

Like any skill, cold calling needs to be taught properly, with ongoing coaching and practice, to be performed successfully.

Again, keep in mind, it can take a number of calls to reach someone.

So, what do we do that is different, and gives you the success you want?

This is our business, and we’ve been at it for 20 years.

  • We understand how to get past a gatekeeper and to the right person, and we have learned techniques to do that.
  • Most sales people don’t make enough calls to reach a contact. As mentioned, it takes an average of 8 calls and easily up to 15 touches to reach someone.
  • Because of our past successes, we have found alternative ways to get through to people, especially during these Covid times.
  • Through much trial and error we have found the best voice mail messages to leave, that get people to call us back.
  • Our call volume is always much greater than sales representatives, because this is our business.
  • We have 20 years of experience in writing effective scripts.
  • Because cold calling is all we do, we keep finding better ways to use it, to give you the results you need.

Let’s face it, most sales people really don’t like cold calling. They would rather engage with their current customers, because they are easier to sell to, and they enjoy speaking with them.

So, what can you do to get new customers, and possibly even get back in touch with past customers, especially during these Covid-19 times?

You can let us make those cold calls for you.

Salesforce has found that response to a calling program is 27 times greater than email.

And while your sales people are keeping your current clients happy, and trying to close deals that are already in the works, we can start a campaign for you that will let you hit the road running in 2021, with a number of prospects expecting you to call them, after we’ve set up the appointment for you.

That is what we do best, B2B appointment setting and lead generation for your sales people, with your prospects.

We guarantee that every lead and appointment will be qualified to your specifications.

We’ve been doing it for 20 years. So, we’re pretty good at it.

Are you ready to initiate change for the better?

If so, let us help you get a jump start for your 2021 business.

Contact us today and we will get back to you ASAP, to discuss your needs and how we might help you.

There is no charge for this, and most companies learn a lot, just by talking to us.

So, don’t wait. ACT NOW

Send us an email at inquiry@yorkc.com or, to go directly to our contact page, click here: yorkc.com/contact/

 

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